Please find a range of blogs below:
13 November 2022
We listen and build rapport. Our prospects tell us their deepest problems. Since our business is solving problems for our prospects, what should we say next?
We can direct our prospects to a quick decision by saying these words:
“Think carefully. Is this something that you want to fix now so it is never a problem again? Or is this something that you are okay with living with? I am okay with whatever you decide.”
Are we afraid of rejection? Why?
We worry about what others think. That is natural.
Here is what we are thinking:
“Me,...
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06 November 2022
Instead of saying "presentation" to prospects, maybe we could substitute the word "option."
"Option" means that prospects can take our suggestion or not. Much less scary for prospects to hear the word "option" when we approach them.
Why do people do this to us?
We show prospects our products, services, and opportunity. And what do they do?
Resist. Poke holes in our offering. Look for reasons to turn us down.
Sound normal? Well, it is normal.
Humans want freedom of choice. When we push our offerings on them, they...
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30 October 2022
The word "why" brings back bad memories. When we made a mistake as a child, our parents always asked us, "Why did you do this?!!" Well, we just made a mistake, that’s all. That was an unpleasant experience.
We ask prospects, "Why do you take out that investment?" Our prospects get flashbacks to their childhood. They become defensive. They feel like we are probing for sales leverage.
We can make this experience more pleasant for our prospects by:
Telling our "why" first.
Changing the wording of the...
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23 October 2022
Habits for us?
We are a collection of our habits. If we want to be better, we simply improve our habits.
Habits are things we consistently do. They are almost automatic. But they take time to create.
For best results, work on creating one habit at a time. And if we are just starting, let’s start with a small habit to build our confidence. Want examples of extremely small habits we could start with?
Leave one spoonful of dessert unfinished.
Call one prospect about our business every day.
Read one page on self-development every day.
Walk five minutes...
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16 October 2022
The conversation is simple. Just ask these three questions of our team members:
Where are you now?
Where do you want to go?
What’s your plan to get from “here” to “there”?
The most common answer? “Uh, no plan. Do you have a plan? What would you recommend?”
We can then start a conversation to help the prospect/client on the next steps, as they realise, they have to take action.
"Instead."
Use the word "instead" when talking to prospects. Then they will feel better, as they assume they...
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09 October 2022
Don't worry. This is natural. All prospects think, "Are you going to sell me something? Will I buy something I won’t need? Will I have to change?" And because of these fears, we appear scary to our prospects.
How can we make this better for our prospects? By building better rapport first. How?
By telling our prospects facts they already believe. This makes them feel better about our conversation. A couple examples of facts that we could use to make our prospects feel better, we could turbo charge this tip with these 3 magic words in front of the...
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02 October 2022
If sending a text worked, our company would have done it already. They wouldn't need us.
Once we stop looking for lazy secrets to success, we will think:
Hey, what can I do better?
What can I do that the company can't do?
Why does the company need me?
And the answer is ...
To have a conversation with a "live" human being. To have a relationship with someone instead of bombarding everyone with a faceless, heartless text.
You and I are awesome at this. Let's use our superpowers to do this. Our company can't do it. We...
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25 September 2022
New Advisors are terrified of meeting new prospects. Why?
Because they approach cold prospects with an agenda. Prospects can sense and feel when we have an agenda of selling what we have.
It feels like this. We approach a prospect and say “would you be interested in my business/offering?”
Definitely not great opening statements.
Instead, why can’t we just be normal? Here is a little formula for helping new Advisors expand their circle of acquaintances.
Smile.
Say “hi” in a friendly way.
Ask someone how they are doing.
Ask...
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18 September 2022
Top starting phrases we can say when we get objections.
I understand where you're coming from.
I hadn't thought of it that way, but you're right.
A lot of people wonder about that exact same thing.
Good point. Can I ask you to explain that to me a bit more?
That is definitely something to consider.
The first rule of answering an objection is to have empathy, and when possible, agreement. Prospects want to feel that they have been heard.
Fun starting phrases we can say to sceptical prospects.
I see your point. What about this?
How do you...
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11 September 2022
Leading performance psychologist and Chairman of the Human Performance Institute Dr. Jim Loehr said:
"Your mindset puts a lid on what you can achieve, because your body hears everything your mind says and acts accordingly."
If you go to a restaurant, you wouldn't order your least favourite dish, would you?
Yet when it comes to our thinking, we humans have a habit of choosing the most unsavoury thought patterns that don't support what we want to achieve.
If beating ourselves up worked, we would all have a six-pack, a fat wallet and a...
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